James Forney has over 30 years of experience in pharmaceutical and medical device sales. He is currently a Sales Account Executive at AultCare, where he provides health insurance options to companies with over 20 employees, maintaining a client retention rate of over 90%. Prior to this, Forney held several senior sales and sales management roles at large companies such as Merck, Eli Lilly, and Ethicon, where he consistently exceeded sales goals and ranked in the top percentages nationally. He has a bachelor's degree in marketing/economics and various professional certifications.

1. JAMES A. FORNEY, JR.
2331 Chadwell Circle  Uniontown, OH 44685
330-697-0301  jamesforney@msn.com
CAREER OFFERING
Adept at managing contracting process and sales cycle methodologies. Regional leader
experienced in training staff to improve techniques and develop effective sales strategies. Easily
builds rapport and develops profitable relationships with clients resulting in increased product
market share.
PROFESSIONAL EXPERIENCES
AULTCARE, INC.
Sales Account Executive (January 2008 to present)
Aultcare provides alternatives for Ohio residents searching for health care coverage. The
company offers health insurance and related services to over 500,000 members in northeast
Ohio. Benefit offerings include general medical, dental, vision, flexible spending accounts,
disability and worker’s compensation. My role is to provide new companies to the AultCare
system through the addition of 20+ size employee groups. Current client retention rate is over
90%.
MERCK & CO., INC.
Senior Professional Representative (January 2005 – December 2007)
Merck is a global research-driven pharmaceutical company that discovers, develops,
manufactures and markets vaccines and medicines to address unmet medical needs. My
responsibility was to develop and execute business strategies to increase product market share in
my assigned territory. Leverage relationships to deepen advocates and build influence. Analyze,
report data and monitor competitor sales to identify market trends and opportunities. Total
product sales for January 2006 thru December 2006 (109%) of goal ranked 5th
out of 235
representatives in the region.
ELI LILLY& CO., INC.
Senior Sales Representative Neuroscience Division (January 2003 – December 2004)
Eli Lilly is a pharmaceutical company that manufacturers and distributes pharmaceutical products
for cancer, cardiovascular, central nervous system, endocrine and infectious disease
disorders. I sold neuroscience products (antidepressants and antipsychotic drugs) to psychiatrists
and neurologists throughout Ohio. I developed new accounts,planned and organized sales reports
on special projects for sales management.
Sales Supervisor Neuroscience Division (January 2002 – December 2002 Promotion)
I worked with a District Manager to reach district sales results and market share
goals. I conducted field ride visits with representatives to evaluate sales performance, product
knowledge and relationship building. I supervised a sales team of 12 representatives and
facilitated weekly teleconferences on sales performance and personnel issues. District ranked 3rd
out of 25 districts in the region. Winner of the Western Region Achievement trip in 2002 to St.
Thomas, VI.

2. Sales Trainer Long-Term Care (January 2001 – December 2001 Promotion)
Coached and developed new long-term care representatives on product, market, data analysis,
relationship building, and presentation skills. I trained over 75 new representatives for territory
assignments in the US.
Long Term Care Specialist (August 1999 – December 2000)
I delivered sales messages to psychiatrists and primary care physicians in long-term care
facilities and group homes. Led the nation in Zyprexa and Prozac sales in 2000 which led to a
promotion to Sales Trainer, Long-term care in home office (Indianapolis, IN). I ranked 5th
out of
160 representatives in the Ohio Region.
ETHICON
Surgery Sales Specialist (August 1997 – July 1999)
Ethicon is a leading maker of sutures and wound closure products throughout the world. I sold
and trained surgeons and OR staff on medical and suture devices in the OR. National sales rank
in 1999 was in the top 5% with over 4M in sales.
XEROX CORP.
Sales Account Executive (December 1980 – July 1997)
Xerox provides document systems for color and black-and-white printing and publishing systems,
digital press devices, multifunction devices, laser and solid ink network printers, copiers and fax
machines. I held numerous sales functions ranging from legal account specialist to medical
account manager. I consistently ranked in the top 2% of 30 representatives in new business sales.
EDUCATION & CERTIFICATIONS
Bachelor ofScience in Marketing/Economics
Youngstown State University, Youngstown, OH
Ohio Department ofInsurance Licensed Life & Health Agent
Toastmasters ofCanton, OH
Advisory Board Member ofthe Akron YMCA
Akron/Canton Regional Food Bank
Life Member ofKappa Alpha Psi Fraternity, Inc.